Virginia Forum 2010
The complex nature of some RFPs and IFBs can lead to blind spots in the procurement process. The challenge is being able to recognize blind spots before they compromise outcomes. This workshop focuses on how and why we develop blind spots that may impede our ability to adapt or learn in complex and uncertain procurements. Attendees will recognize the importance of the procurement reconnaissance needed in the decision making process and explore creative techniques to avoid potential blind spots.
Presenter: Alan H. Culpeper, CPPO, VCO – Director of Procurement, Culpeper County, Virginia
Forum 2010 Event Page: http://wp.me/P4HrB-1Mk
8. Top Four Procurement
Blind Spots
Going At It Alone: “No one else can do it
but me”
Being Ignorant: “It’s my way, or the
highway”
Avoidance: “I’ll think about it tomorrow.
Tomorrow is another day”
Downloading (Not Listening): “Yes, I
know that already”
12. Broadening Attention
A Purchasing Agent consults with
his/her colleagues. We talk through
alternative approaches, explain our
views, and listen to others’ views.
It is the best teaching tool we have.
13. Who is in Your
Master Mind Alliance?
End-Users
Suppliers / Vendors
Climate / Environment
Technology
Finance
15. Focusing Attention
“The only way to do great work is
to love what you do…your time is
limited, so don’t waste it”
Steve Jobs
16. Harness Emotion
Keep your composure. A Purchasing
Agent should take risks and go through
conflict with equal level-headedness. A
Purchasing Agent should never submit
their judgment to emotional swings.
17. Sources of Procurement
Blind Spots
Being Arrogant
Refusing to listen
Attacking and judging other people
Defending your position to the very end
18. Sources of Procurement
Blind Spots
Being Empathic
“Oh yes, I know exactly how you feel”
Downloading
“Yeah, I know that already”
24. Reality Check
Purchasing Agents do their own
reconnaissance work for IFB & RFP. There
is no substitute for knowing the Rules of
Procurement and not knowing the realities of
the law.
25. Sensing Solicitation Problems
Where are problems likely to emerge from?
What’s the worst that could happen?
What scenarios could develop that could
threaten the integrity of the RFP/IFB?
Is there tension or conflict in the RFP/IFB?
What signs should I look for that may
indicate problems or areas of concern?
26. Sensing RFP Opportunities
Where are opportunities likely to
develop?
Can we develop a process that spots and
focuses attention on or toward potential
opportunities?
27. Four Stages of Behavior Change
1. I have to change
2. I can change
3. I want to change
4. I will change
30. Top 10 Reasons You May Be A
Purchasing Agent
10. You have an ear for hearing a price drop.
9. You keep a bible on your desk for making
vendors swear on delivery dates and times.
8. You have a sponge pad on your shoulder
for vendors to cry on.
31. Top 10 Reasons You May Be A
Purchasing Agent
7. You keep a bucket of water next to your
desk to throw on hot deals
6. Vendors think you have a direct pipeline to
the finance office.
5. When you’re at home you refer to “Money”
as “Funds”.
32. Top 10 Reasons You May Be A
Purchasing Agent
4. Your spouse is embarrassed to go car
shopping with you because you always play
hardball negotiations.
3. You make your yard boy sign a contract.
2. You pin an indemnification note on your kid
when they go to a birthday party.
33. And The Number 1 Reason:
1. You ask your kids to submit a written
budget request for next years allowance.
34. Procurement Blind Spots
Alan H. Culpeper, CPPO, VCO
Culpeper County, Virginia
(540) 727-3488
aculpeper@culpepercounty.gov